Mktg 426 exam 1(Errorless answers)

In B2B markets, it is negotiated pricing vs. fixed pricing which is commonly found in B2C markets. correct answers True When looking at how B2B marketing interacts with B2B strategy, BLANK describe(s) what the firm does differently, better, or as well as the best. It can be tied to virtually any value proposition, including price, service, speed, or innovation. correct answers Advantage When selecting a market, questions revolving around the fit such as "what alternatives are available", "who are the competitors", and "does the firm need to develop alliance partners and collaborators to provide the total end-user solutions" fall under: correct answers Product-related Factors When dealing with OBCs, this participant will be most concerned with negotiating prices managing vendor performance: correct answers Purchasing When comparing alternatives available, and showing price to performance, this is economic tangible benefits in buyer loyalty. correct answers True BLANK occur when an org decides to alter their specifications or purchasing terms for a product it is already using or has used in the past. correct answers Modified rebuys When comparing B2B vs the B2C process, B2B is a complicated sales process in comparison to B2C correct answers True When the RFP has been issued to all qualified vendors in the Buying Process stages, this is stage 3 correct answers true What is the most common type of business buying sitution? correct answers Straight rebuys The Decider actually makes the buying decision, whether or not they have the formal authority to do so. correct answers True The BLANK buying center role controls the information to be reviewed by members of the buying group correct answers Gatekeeper The BLANK buying center role that actually operates or handles the product/service in question who can be inconsequential or major players in the process correct answers User In the BLANK buying situation, the buying criteria is not well-defined correct answers New task Buy